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The Road to 65% Average Fill GLOTEC, Mexico City March 2013

The Road to 65% Average Fill GLOTEC, Mexico City March 2013. Brian Kline 360.635.3496 briank@siliconcontrols.com. AGENDA. WHERE DOES TANK MONITORING FIT IN? WHY DEPLOY TANK MONITORING? HOW DO LPG PROVIDERS INCORPORATE TANK MONITORS? WHAT TO LOOK FOR WHEN SELECTING TM TECHNOLOGY?

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The Road to 65% Average Fill GLOTEC, Mexico City March 2013

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  1. The Road to 65% Average FillGLOTEC, Mexico CityMarch 2013 Brian Kline 360.635.3496 briank@siliconcontrols.com

  2. AGENDA WHERE DOES TANK MONITORING FIT IN? WHY DEPLOY TANK MONITORING? HOW DO LPG PROVIDERS INCORPORATE TANK MONITORS? WHAT TO LOOK FOR WHEN SELECTING TM TECHNOLOGY? HOW MATURE IS THE TELEMETRY MARKET? WHAT HAS ONE LPG COMPANY ACHIEVED? WHAT HAVE WE LEARNED IN THE LAST 10 YEARS? 2010 37% 2012 52%

  3. WHERE DOES TANK MONITORING FIT IN? Tank Sensor (Gauge to signal) B. Management suite C. Report Scheduling Truck Route GASLOG Services - tank level to truck delivery Customer/Site: Address Customer Tank Bus. Apps. ERP & Scheduling Tank monitor (GSM unit) Communications manager Operational data Levels, Alarms, Diagnostic data Customer, Site, Tank updates ERP Interface Configuration data Tank, Alarm, site settings Telemetry management Tank Levels & Alarms B. Cellular/PSTN or Wireless Networks Central Database Secure Internet/LAN access A. C. D.

  4. WHY DEPLOY TANK MONITORING? 2009 to 2011 236,374 sites 1,039,000 deliveries Payback in 1 year Payback 1-2 years Payback 2-3 years Industry average fill ~33% despite rapidly falling cost of technology

  5. WHY DEPLOY TANK MONITORING? Industry Average 33% Analysis of 1,039,000 deliveries shows an average delivery size of just 33% The majority of customers receive 5 or less drops per year, with most drops being less than 40% Tank monitors increases avg fill by 60-80% within 3 months of deployment Reducing drops & associated variable costs and ultimately requiring less trucks Improves customer service in an increasingly competitive energy market

  6. HOW DO LPG PROVIDERS INCORPORATE TM? • Assess fill efficiency and calculate ROIs • Evaluate technology, run trials (50-500 units) • Integrate TM level with ERP • Estalbish % of un-forecastable customers • Evolve operational processes • Integrate with scheduling system • Reduce variable costs and # of trucks • Rollout to 30% of tanks • Integrate with routing & on board truck computing • Unique selling point • Customer web portal • Move customers from will call to forecasted delivery based on benefits • Investigate other applications A B C D D A B C Key to distribution efficiency & a platform for customer service E

  7. WHAT OTHER APPLICATIONS DOES TELEMETRY SUPPORT? E Tanks & Cylinders Float Gauge Magnetel Ultrasonic Meters Cathodic Protection Pressure Temperature Auto Changeover Cage Door Monitor Cathodic Protection Metering Reticulation Auto Change Over Cages

  8. WHAT TO LOOK FOR WHEN SELECTING TM TECHNOLOGY? Ease of Deployment Low Cost of Ownership Low equipment cost Minimize comms. cost Minimal maintenance Robust and reliable Quick, simple installation <10mins Hazardous area Zone 0 certified Configured remotely Battery operated (5 year life) Driver install Modular, Adaptable Components Ease of integration with back office Range of networks (GSM, RF, PSTN) Multi & single tank solutions (Virtual) Digital & Analoginputs (e.g. meter & level) Range of unique sensor solutions Common plug & play architecture

  9. HOW MATURE IS THE TELEMETRY MARKET? Ipragaz (Turkey), Liquigas (Italy) Primagas (Benelux, Spain, Denmark, Norway, Czech R, Slovakia) Calor Gas BOC Philippines, India, Pakistan, China Amerigas, Inergy, Suburban, Blossman Gas, Thompson Gas, Growmark, Revere Gas, TruPointe, SOS Fuels, Delta Liquid Energy, United Landmark, Air Liquide… BOC Contact Energy BOC, Elgas, Kleenheat Origin Energy, Vital Gas • Telemetry is not new, these companies have deployed 90,000+ units

  10. WHAT HAS ONE PROPANE DISTRIBUTOR ACHIEVED? Case study 2003-2009 Program Deployed 50,000+ tank monitors over 5 years Improved integration with ERP, Scheduling Deployed routing & truck computing Drove operational change management program Results Reduced delivery trucks by 27% in same period 10% (42,000) fewer deliveries per year Yearly reduction of 1,000,000 miles Run outs down from 4,500/year to < 1,000/year From 14,000 fixed day delivery to 3000 Average fill 52% Routing & scheduling ERP & forecasting Telemetry Tank Level

  11. WHAT HAVE WE LEARNED IN THE LAST 10 YEARS? • Assess actual payback and savings potential using historical data • Engage drivers & operational staff in deployment • Integrate tank monitoring with back office applications early • Assess performance and monitor improvements • Drive districts, targeting aggressive goals (65% average fill) • Develop a robust model to assess subsequent deployment phases • Review working practices, be prepared to modify culture • Focus on cost reduction, realize customer service improvements • Successful programs require collaboration and strong leadership IT Operations & Logistics One approach (next steps) Depot Teams & Drivers Strong Leadership

  12. Thank you “To measure is to know, if you can not measure it, you can not improve it” Lord Kelvin (William Thomson 1824-1907)

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